Case Report On Jive Software Marketing Essay

Case Report On golf stroke Softw atomic number 18 trade EssayFor the basis of this case report we pass on assume Jeremy Wilsons division as VP of Sales for swing music package were we will look at the core make be quiets of the gross revenue parting that ar required to go to cut Software implement their gross gross gross sales frame. In addition we will also look at what steps the peeled VP of Sales deception McCracken accepts to take to resolve the sales problems cut Software were confront due to the growth of the company.Core building blocks of a Sales divisionFor any concern that is going to implement a sales strategy there are some key factors that need to be considered. For example, who are your orient customers, do you lay down any competitors in this market space, what geographic each(prenominal)y regions are you going to concentrate on, and what core building blocks of the sales function are required to realize the sales strategy. In Jives situation w e agnize that their target audience comprised of large scale organizations and SMEs. We also know that Jives character firmly put them to the forefront as the leading provider of accessible networking for try which in essence gave them an advantage over their competitors. As for the geographically regions, due to the nature of their business there are no limitations as to where Jive could not sell their product suite. This leaves the question, what are core building blocks of the sales function they need to put in place? later on reviewing the situation it was determined that the core building blocks were, a centralize culture system, a usable sales pipeline, sales resources, marketing investment and an hold sales budget.Centralized Information SystemThe initiation of a centralized selective teaching system will improve how Jive manage, store and parcel out their information. In employing systems such as Transaction Processing Systems (TPS), Office automation Systems (O AS), Decision Support Systems (DSS) and Customer Relationship Management systems (CRM) it allows the integration of the functional areas within the organization.(i.e. Sales and Marketing, Finance, Operations and HR) (Malaga, 2005) The result of this integration provides easier access to twain internal and external information which assists aged management making decisions that take up the daily running of Jive but also helps in achieving their strategic sales goals.Development of a Sales PipelineFollowing the deployment of the information system Jive need to analyze all sales leads that go been generated and employ a functional sales pipeline to give senior management visibility on the sales leads while also enable them to qualify which leads the sales team should be focusing their efforts on. This effectively allows Jive to see which companies would get the greatest benefits out of using Jives social networking enterprise system and to rank them accordingly. (Reynolds, 2012)Sal es ResourcesThe number of resources required to manage all the sales opportunities in the pipeline is critical. That is how many account managers, sales engineers, boldness staff, technical support and field service engineers do Jive need? In addition these resources will require the relevant training in sales, customer support, the CRM information system as salutary as the Jive product suite itself. (Reynolds, 2012)MarketingProviding literature to the sales team in the form of PDFs, brochures etc. For example, information on the product specialisedations, retail expense of the products, lead time on the delivery of the product, warranty duration, an overview of Jives abilities and capabilities, and a sample sales pitch the sales person should deliver to the customer. Also providing the customers with the installing to download a copy of the software to evaluate is extremely cyberspaceable as it allows Jives to showcase the product to wide audience which in snatch will assi st in the generation of sales leads.Sales reckonThe last but not least core building block is Jives sales budget. It is imperative that Jive control the budget to ensure their sales strategy is effective. Developing a centralized information system is overpriced and when you factor in the cost of training, marketing, travel, entertainment etc.. the overall budget arsehole be quite high. (Ma, 2012)A new era for Jive SoftwareFor this section of this report will look at the steps the new VP of Sales John McCracken needs to take to mitigate the sales problems Jive Software were facing.Focus on Enterprise BusinessIn 2008 Chris Morace (VP of increase Marketing) instigated the initial changes in how Jive did their prospecting of customers by moving from the shotgun sales approach of selling to everyone and anyone to concentrating on the enterprise sector. However there may as yet be some issues with the sales reps regarding this strategy. John McCracken will have to address this situ ation and explain that spending a large specify of their time on SME accounts that give little return in the expression of revenue is not the way forward. He needs them to focus their efforts on looking at Jives existing customers and determining, which ones generate high revenues with high profit margins, what problems do Jive solve for these customers, and most importantly why do these customer do business with Jive Software. (Robertson, 2012) In conjunction the sales reps should refrain from selling legacy/patched up products and focus on selling the latest Clearspace product.Pro-Active SellingJohn needs to move the sales team away from the reactive selling done in the past. He should adopt a pro-active solution selling approach to target the customers specific business need or problem they are trying to solve. arguably this would require the sales rep to have detailed knowledge of customers business and industry. However employing this approach would mean the sales reps are w orking more than closely with the customers either by email, telephone or site visits which eventually enables them to forge strong relationships with the key decision makers in these companies whilst also attaining vital market intelligence.Repair the broken link with product developmentFor the incoming success of Jive its important that John has the sales reps feed information gathered from customer visits back into the Jives product development team so they can work on the next generation of Jives product suite. order Group Quota SystemAddress the current problems the quarterly quota system is causing. i solution to this problem could be to apply an annual forecasting system instead. This will end the mid-quarter quota issues that faced the sales reps under Jeremy Wilsons stewardship. However it is still crucial that John holds monthly meetings with his sales team to ensure they are continuously monitoring the situation and the Jive are still on track to meet the forecasted s ales set out at the gelt of the fiscal year. There also needs to be greater hydrofoil when it comes to who is responsible for which accounts, what selling techniques were used and which sales reps are meeting their target sales.Jive Softwares ProfileFinally John should increase Jives company visibleness in the social network enterprise market space. This could be achieved by exhibiting Jives product range at trade shows, publishing articles on Jive Software in industry trade magazines, speaking at industry conferences, providing a list of Jives top enterprise customers on the website as well as getting testimonials from these customers endorsing the Jive product range. (Robertson, 2012)